How to maximise your sopro campaign

How to maximise your Sopro campaign

Blog post image

With Sopro, you can count on our experts to consistently deliver qualified sales opportunities to your team. However, the real value lies in closing deals, and that’s where your role is crucial. 36% of salespeople said “closing deals” was the most challenging part of the sales process, but we want to make it as easy as possible for you. We’ve shared the steps we take to maximise prospecting efforts to help you get the most out of your campaign.

Turn that frown upside down: engage your polite declines

At Sopro, we’ve seen that engaging with your polite declines turns around 13% into active conversations or opportunities. You could be missing out on over 10% of sales simply because you’re not responding to people. 

Think about it like this: a decline is still someone taking the time to reply. They’ve felt like a real person is engaging with them, which means the 121 human approach is working. But it also means you need to take the time to reply to them (after all, that’s only polite, right?). 

Sales objections: turn their rejections into reasons

Probably you’ll receive a sales objection in their response, aka a reason why they’re not interested (right now). But those reasons usually just mean the person needs more information. You’ll have done your research and know that your product or service could be useful to them, so whether they say, “it’s too expensive” or “we don’t need this product right now”, you should have a good reason why they should still be interested. 

Take a look at the example below of any easy response you can give to someone who politely declines.

Though, sometimes a decline is a decline (it is what it is). But there’s still room here to reply and find out more information. Our Customer Success Manager, Katie Thomas, gave us a great example of why it’s always important to reply, even if it’s a decline.

“Often, a client will come back to me to say the prospect has said they are locked into a system for a number of years. But there’s always room for a response – you want more information here! When did they last look for a new system? Where did they go to find it? Why did they pick their current provider? These questions can help you to see where you need to improve online visibility, where to steer marketing efforts, and gives you valuable insight on your competitors.”

Katie Thomas, Customer Success Manager

Keepin’ up with the times: Optimise your website

Let’s face it, if you were mildly (or very) interested in a company, you’d probably do what everyone else does: Google them, click on their website, and check them out. And no one wants to be faced with a website that looks like it crawled out of the 2000s. You need your website to look fresh, up-to-date and, most importantly, be user-friendly. 

Another top tip: the web address in your prospecting mail footer may link to your homepage but it doesn’t have to. An even more effective approach would be to a dedicated landing page that clearly and persuasively showcases the product or service you’re selling to that individual or that targets their buyer persona more specifically. This is particularly important if you’re selling multiple products. 

It’s also helpful to have lots of great content for your clients to use on your website: case studies, blog articles, reviews, supporting documents and how-to videos! Check out one of our how-to videos 👇.

What is buyer intent? 

Buyer intent refers to the likelihood or probability of a potential customer making a purchase or taking a specific action related to a product or service. But why are we talking about that? 

With Sopro, you can set up an alert to tell you when certain prospects make high-intent actions, such as search queries, website interactions, content consumption, and social media activity. Using this intent data, you can more accurately see the prospects who are ready to buy and personalise messaging to them. 

This intent data also can show you how people interact with your website and content. Your website needs to be optimisied for your prospects so they can find the information they need easily. 

Appearances do matter: Polish your LinkedIn profile page

LinkedIn is very different from Facebook or Instagram. In fact, used correctly, it’s a very powerful business tool. 21% of prospects said they’re open to communicating with sellers via LinkedIn.

Your profile is what potential customers will see, and it can make or break their decision to talk to you or buy from you. So, it’s important to make sure you look good and show off the right kind of stuff you want people to see you engaging with. And this goes beyond your company’s LinkedIn page, this means your personal profile as well. 

With Sopro, we soft touch with clients on LinkedIn before we reach out to them via email. What does that mean? That means clients will see you’ve viewed their profile before they get an email from you. So, you want to make sure that your profile is something you want them to see. It also gives you easy access to connect with that person on LinkedIn in our portal. Just click on the “in” button in the Prospects tab. 

Don’t keep them waiting: Respond immediately

If you want to close deals, being quick to respond to emails is key – it can even double your chances of success! Imagine yourself as an emergency responder, sliding down a pole like a firefighter every time a prospect sends you an email.

Don’t keep prospects waiting for more than an hour, as they might lose interest. Delayed responses can also create a negative impression, making prospects feel like they’re not a priority.

Being prompt, on the other hand, shows that you value their time and are genuinely interested in their business. So, strive to respond within an hour to maximise your chances of securing the deal.

Get everyone on the same team: Unify and optimise your sales process

We won’t go into all the details of how to create an amazing sales process, as we’ve got plenty of literature on that! But it is an essential part of maximising your campaign’s potential. It’s also just as important to make sure everyone in your sales team is using the same sales process so you’re giving your prospects the best possible service.

Eyes on the prize: Integrate your CRM and track deals

We take a proactive approach to monitoring the progress of your campaign, regularly reviewing its performance. Our analysis often reveals unexpected insights that surprise us. 

One thing we often see is deals slipping through the cracks as they’re not being tracked properly in a CRM. Tracking deals in your CRM is crucial because it allows you to prioritise efforts, forecast future revenue, analyse your sales process, and collaborate more effectively. With a centralized system, you can make data-driven decisions that drive business growth.

Really get to know them: The Sopro audience insights tab

When your campaign goes live, you can keep track of every aspect of it in the Sopro portal, offering 24/7 visibility of your campaign activity and performance in real-time:  

  • Campaign performance and headline stats
  • Exactly which prospects have been engaged
  • A timeline detailing ongoing communication with each prospect
  • ‘At a glance’ summaries of positive responders and other lead types
  • Campaign performance by market segment

But you can take it even further with the audience insights tab. It gives you a crystal-clear view of the exact Groups, Influencers and Companies that your identified prospects currently follow on LinkedIn meaning you can tailor content and messaging to their interests. 

Show off: Get on the review platforms

Maintaining a positive online reputation is crucial in today’s digital age. One way to do this is by having a strong presence on review platforms such as Trustpilot and Google Reviews. 

Encourage your clients to leave positive reviews and promptly respond to any negative feedback to show that you value their opinions and are committed to improving. By doing this, you can build trust and credibility with potential customers who may (probably will) look you up online.

There you have it, our eight steps to making the most out of your campaign. Got any further questions? Don’t hesitate to reach out and stay up to date by signing up for our email.

Watch your sales grow

Discover how Sopro helps hundreds of businesses sell more. We do the hard work, so you can do your best work.

Watch now